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  • Bob Burg

“Nothing short of fantastic. I would recommend, without reservation, Bob's program to any other sales professional.”

~ Allen L. Howard, CLU, General Manager, New York Life Insurance Company

Strong Cultures Welcome Dissent

March 22nd, 2016 by Bob Burg

In Adam Grant’s fantastic (like, “beyond-words fantastic”) new book, Originals: How Non-Conformists Move The World, Chapter 7 includes the story of Ray Dalio, billionaire founder of the venerable investment firm, Bridgewater Associates.

Ray DalioI was excited to see that. In one of my books I quoted Mr. Dalio, as much a philosopher as a successful business person, as saying, “I believe that the biggest problem that humanity faces is an ego sensitivity to finding out whether one is right or wrong, and identifying what one’s strengths and weakness are.”

Love that saying because ego, a main driver of our emotions, can cause significant damage when it controls its human host.

And, it so often does. No, it’s not just about hurt feelings and bad business decisions. Out of control egos have resulted in catastrophies such as wars, evil dictators, and masses of people unnecessarily struggling for survival; events taking place even today.

On the other hand, when controlled and properly directed the results can be, well, a company like his.

Dr. Grant describes Bridgwater as “a highly cohesive, close-knit community, to the point that its staff frequently call it a family, and it’s common for employees to stay for decades.”

They also promote dissent. Respectful dissent, of course. But, dissent. Groupthink is discouraged in every way. If someone is off course with their actions, people are expected to communicate that to the person directly…including calling out Ray Dalio himself!

The author shared an email that Mr. Dalio received that at practically any other company would most likely have resulted in a firing. He welcomed it. The sender of the email was correct. And the founder, the company, and its investors benefitted.

Of course, there is much more to the art of positive dissent than just this (and, a lot more to Mr. Dalio’s leadership philosophy, outlined in over 200 principles he personally wrote — a highly-recommended read!). Dr. Grant’s thorough research and entertaining way of presenting the information leaves the reader with an understanding that when done correctly, dissent leads to constant innovation and growth based on superb original ideas.

What made this even more enlightening, though, was the comparison the author made with another company; one that had been amongst the most respected and highly-profitable (and innovative) companies in the world…before groupthink and discouraging dissent became it’s cultural nature. (Prepare to shake your head in disgust when reading that part.)

So, is Ray Dalio’s methodology, including putting his ego aside and — not just allowing, but — insisting on honest feedback just feel-goody fluff? Or, does it have an outcome on their bottom line? In other words, does it translate into business success?

Well, in what is a very volatile industry, the company’s two major funds have performed amazingly well, and consistently for over 30 years.

As Dr. Grant writes, “They’ve been recognized for making more money for clients than any hedge fund in the history of the industry. In 2010, {their} returns exceeded the combined profits of Google, eBay, Yahoo, and Amazon.

Yes, I’d say it’s a positive thing. And, very original.

———-

To order Dr. Adam Grant’s book, Originals: How Non-Conformists Move The World, click here.

John David Mann’s and my new book, The Go-Giver Leader will be released on March 29th. Click here to read an excerpt or sample chapter, or click here to pre-order. If you enjoyed The Go-Giver I think you’re really going to like this one. For bulk orders for your company or organization click here.

Announcing The Go-Giver Podcast

March 9th, 2016 by Bob Burg

After a year of planning, learning, attending seminars on the topic, and all the techy things involved :-)… we have launched The Go-Giver Podcast!

Okay, a bit more dramatic than necessary, but it has been a remarkable learning process and we hope you’ll find value in each episode. We also hope it will make a positive difference for you both personally and professionally.

The format of each show will include a brief overview of the episode’s topic and then a compelling interview with an expert and authority on that topic.

The Go-Giver PodcastThese interviews will typically be briefer than the ones you’ve listened to on this blog. One goal is for the shows to be quick, entertaining, and most of all, impactful.

Please click here to listen to Episode #1. My guest is none other than my amazing Go-Giver series coauthor, Mr. John David Mann. If you’ve never heard the story about how his 17 year old self actually founded a high-school, you’re going to love this! (Hey, he didn’t see enough value at the one he was at so what else is a young entrepreneur to do but form his own high school!?) 😉

We’ll be releasing a number of episodes over the first few weeks with awesome guests including Anthony Iannarino, Dondi Scumaci, Joe Calloway and others, and then most likely settle into one per week.

I expect that — with your feedback — we’ll improve the format and bring you more of what you want and find to be of value.

May I ask for your help in spreading the word about about The Go-Giver Podcast?

Here’s are several things you can do, if you would like to participate (of course, there’s never any obligation to do so)…

  1. Subscribe. After listening to the first episode (click here), subscribe to The Go-Giver Podcast. That way you’ll be notified as soon as it’s available.
  2. Rate and Review it. By providing a rating and write a review this will help to position it on iTunes (For helpful instructions on how to rate and review it, please go to: http://www.thegogiver.com/reviews).
  3. Share this with others and let them know about it.

I truly hope you find these episodes to be a lot of fun. And, of course, very valuable!

Why Jay Baer says, “Hug Your Haters”

February 29th, 2016 by Bob Burg

Whether you lead a Fortune 500 company or are an entrepreneur running a small business, there are two things you can be sure of:

First is that your bread is buttered by your customers. As Sam Walton famously said, “There is only one boss. The customer. And he can fire everybody in the company from the chairman on down, simply by spending his money somewhere else.”

Hug Your Hater - Jay BaerSecond is that you will have a number of these customers who will be unhappy with their experience and want to complain. Some will do so — as Jay Baer, author of the great new book, Hug Your Haters: How to Embrace Complaints and Keep Your Customers says — “offstage” meaning privately. And, others will do so “onstage” meaning on some type of public forum where many others are sure to notice.

The biggest problem with this second challenge is not the complaints themselves but the failure to respond to them and/or not responding to them correctly.

For ease of explanation the author refers to all complainers as “haters.” However, he actually discusses situations ranging from those who are simply information-seekers and mild complainers, to yes…the somewhat insane actual haters who can truly ruin a company’s reputation if not handled correctly.

The bad news about the fact that haters can take their issues (regardless of whether real or imagined) public is obvious.

However, there’s also much good news. IF you handle it correctly, not only can you turn these haters into your most loyal fans and ambassadors; you can do the same with the people who are merely looking on as undecideds.

In this brief chat with Jay, we’ll discuss:

  • The brave new world of haters
  • The fact that haters are not your problem, but something else most definitely is
  • Why the saying, “Don’t feed the trolls” is no longer good advice
  • The importance of playing, not just to the hater, but to the…spectators
  • Why haters actually represent your greatest opportunity
  • The best way to head off haters in the first place
  • The three most important things he learned while writing this book (that he hopes we learn, too!)

Enjoy!

Jay Baer

 

 

 

 

www.HugYourHaters.com

Jay Baer truly brings a wise perspective to what we think we know about customer engagement; especially the more difficult — and potentially dangerous — type. As he says in the introduction to the book, “I wrote this to help all business owners and managers understand how to turn customer service into marketing, and use it as your true competitive advantage.”

Be sure and visit www.HugYourHaters.com and purchase his book, and put this fantastic information to use.

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TECHNICAL NOTE: If you are having trouble playing the audio interview, please make sure Adobe Flash Player is installed in your web browser. If not, then download Flash Player. Or right-click here and select “Save Link As…” to download the audio file to your computer.

Dealstorming – The Team Approach to Selling

February 23rd, 2016 by Bob Burg

I love reading stories about how the lone individual, toiling away seemingly forever and after thousands of failures, finally — through a flash of inspiration — discovers the magic formula and creates a world-changing product, cure or market-altering invention.

FANTASTIC stories! The only problem is that…they practically never happen. The more research you do the more you find that the sudden famous flash was either the final link in a long-evolving chain of other people’s ideas and experiments, or part of a team effort; a great collaboration. One person may get the credit but it’s hardly the truth.

book dealstormingI was reminded of that while reading a fantastic new book by Tim Sanders. The former Yahoo! Chief Solutions Officer is now a highly sought-after speaker and author of a number of bestselling books including the New York Times bestseller, Love is The Killer App.

His new book takes his writing and wisdom to a whole new level, and applies it to the context of what is known as the complex sale.

DEALSTORMING: The SECRET WEAPON that Can Solve Your Toughest Sales Challenges brings to mind two well-known sayings: “None of us is smart as all of us” and “If you want to go fast, go alone. If you want to go far, go together.”

We’re not talking about “brainstorming” but Dealstorming. The difference is significant!

In today’s world of large business-to-business (B2B) sales it can take an entire team effort to deal with all the different and often changing moving parts of a prospective client company. There are all sorts of contacts, stakeholders, influencers, committees, and natural obstacles that must be dealt with effectively in order to move the sale forward to completion.

Not to fear, however, as Sanders has put together an absolutely genius how-to system for doing this quite effectively. Actually, he did this years ago while still at Yahoo! and has been teaching it to sales organizations for years.

Dealstorming is a repeatable process; a system, that harnesses group intelligence to create very effective plans and solve major sales challenges. As he discovered, “Sales genius didn’t come solely from individual sales reps…it’s a team sport. It’s about all of us in the room finding and solving problems as one.”

Even if you are not involved in enterprise sales, don’t let that keep you from learning the fantastic communication methods detailed in this book. It’s really all about communication.

As such, if you’ll ever be leading any team, for any reason, the principles and strategies shared in this book will help you immensely.

In this wisdom-packed discussion with Tim, you’ll learn…

  • The importance of understanding “the changing landscape” of selling
  • The four levels of the complex sale
  • How the team can help identify the root of the issue…the most important thing
  • Why the “brief” is truly the secret weapon for Dealstorming success
  • How Alyssa DeMattos rescued a lost deal…brilliantly!

Enjoy our discussion!

tim sanders

 

 

 

 

www.TimSanders.com/ds

Late in the book, Tim writes, “Leaders don’t have relationships with their teams. They have relationships with individuals.” Right on! And, in Dealstorming, we learn how to do this very effectively and for great success.

Be sure and order Tim’s book and learn from the master how to do it right. There are some very valuable bonuses on his site, as well.

And, Tim has made Chapter 3 available for you to read first. You’ll be glad you did!
Click here to download.

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TECHNICAL NOTE: If you are having trouble playing the audio interview, please make sure Adobe Flash Player is installed in your web browser. If not, then download Flash Player. Or right-click here and select “Save Link As…” to download the audio file to your computer.

Kingmakers Instead of Kings

February 9th, 2016 by Bob Burg

King Chess Piece“Great leaders and top-producing salespeople develop tremendous influence because they focus their actions on looking out for the other person’s interests and serving their needs.

They prefer to give the credit away rather than take it for themselves.

Rather than aspire to be kings, they seek to be kingmakers.

They are constantly on the lookout for ways they can add value to other people’s lives—and in the process they become enormously successful leaders, influencers, and salespeople (not to mention friends, parents, and community members).

Think about the men and women you know who most embody the above. Feel free to share with us any personal stories and examples that come to mind.